The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws perceptual data from a sample of professional industrial buyers. The researchers provide evidence as to the dimensionality of...

Purpose The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs. Design/methodology/approach Data for this paper were collected via a...

<title>ABSTRACT</title> Perceptions of the quality of higher education are thought to have considerable impact on the decision making process to attend higher education institutions. High school guidance counselors are known to be influencers of higher education attendance through their work with high school...

The modified Consumer Ethnocentric Tendencies Scale (CETSCALE), a 10-item measure of consumer ethnocentrism, was subjected to a validation test in the Czech Republic, Hungary and Poland. Confirmatory factor analysis in each of these nations revealed that the 10-item single factor model suggested...